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Check Point promises more focused support for channel

Vendor claims it will broaden its approach to market as it releases new products

Security giant Check Point is increasing its focus on the channel in 2005, concentrating more on solutions than end-point sales.

The vendor has released several new products aimed at both the corporate and SME markets. One, Eventia Analyser, helps system administrators to respond quickly to threats and make informed decisions, the vendor claimed. Integrity 6.0, released on the back of Check Point's acquisition of ZoneLabs in 2003, is a total access protection product for the PC network.

"Everything is going well with the channel. We enjoyed a very positive 2004 and are expecting more of the same in 2005," said Viv Francis, channel manager at Check Point.

"But we have a lot of new products, and selling them on their own doesn't cut the mustard when it comes to looking at security solutions and providing value to customers."

Francis added that firms need return on investment, and this is where the channel fits in. "We are working closely with our distribution partners, Unipalm, InTechnology and Westcon, and our enterprise market is still growing," she said.

"We are making sure we broaden the way we go to market. Our SME focus is also going well following the appointment of Wick Hill last year."

Francis said she is also looking to restrict the number of accounts handled by Check Point's channel team to give partners more focused attention. "Our whole emphasis for 2005 is the channel and how to make it more effective," she added.

Ian Kilpatrick, managing director of distributor Wick Hill, said: "Check Point has come up with some good SME products. Its wireless offering in terms of price is knockout. I was surprised by the functionality in the product considering its price.

"We are looking forward to seeing more SME products from Check Point this year. It seems to have decided to focus more on the SME sector and this will help it expand its security space."